…requires more than just good programming.

Tag Archives: marketing

I ran my first ‘Start your own software business’ course in November last year. It was a lot of work to write the course and organize the logistics. But I am very pleased with how it went. I have had a number of enquiries about the course since then, so I am announcing another date: 22/23 March 2014. As previously, the location will be Swindon, England. The course is limited to 10 people (first come, first served) and there is an ‘early bird’ discount if you book by 07-Feb-14. For more details (including comments by previous attendees) go to the training page.

I ran my first ‘Start your own software business’ course over the weekend of 23/24 November. It was tiring but enjoyable and, overall, I am very happy with how it went. I think the balance of presentation, questions, exercises and discussions was about right. Thankfully everything went smoothly with the logistics of room, meals, accommodation etc.

Here is what some of the attendees had to say:

“To run your own software business is an aspiration of every programming enthusiast and many professional programmers. Most of them fail without knowing “WHY?”. I’ve known Andy Brice for many years and have met him at several conferences and heard a lot about his product and working habits. When the information about this course appeared it was the easiest decision in my professional career to sign up. The course itself is delivered with passion and ease, yet the information content is incredibly rich. The course covers all aspects of Starting a software business and Andy continuously amends the presentation with elements of his own experience and available data from other people. None of the aspects of starting a software business is left uncovered. He definitively gives an answer to aspiring programmers “HOW?” to start and avoid the failure; or fail fast and learn quickly.”Pavol Rovensky, www.hexner.co.uk

“Andy’s ability to imprint the wisdom he has gained through successfully starting and running his own software business is amazing. The course covered a lot of material very quickly and effectively with plenty of time to ask concrete questions, all of which Andy comfortably answered from his experience in the field. I feel I have a much better focus now on where I need to put my time and energy to build a successful software company. The course venue, facilities and overall organisation were also excellent, from booking through to ensuring we finished on time so I could catch my plane. I highly recommend this course if you plan to start your own software company.”Kevin Horgan, www.balancedcode.com

“I’m a programmer and I’ve been an employee in other people’s software businesses all my working life. For some time I’ve wanted to create my own product to sell but I’ve found it difficult to evaluate the various ideas I’ve had and get started. Andy’s course is broad and covers all aspects of starting a software business, but the parts covering the early stages of product development were especially useful to me. Andy is a great communicator and I highly recommend this course.”Anthony Hay, howtowriteaprogram.blogspot.com

“I was lucky enough to find out about Andy’s course in time, and wasn’t sure if it would help me figure out how to work for myself as an independent software vendor — I have the answer now — and it would be an understatement to say it pointed me in the right direction. I now see the possibilities, and the course has given me important insights into how I might go about the transition from ‘working for the man’ to starting my own micro ISV. If you get the chance, do go on the course. It’s well worth it.”Jason Spashett, jason.spashett.com

“If you’re starting a software business, give yourself a big unfair advantage and sign up for Andy Brice’s course. Andy has spent eight years investigating numerous cul-de-sacs, all so that you don’t have to. Whether you’re working with desktop or web, selling to consumer, enterprise or developer markets, there are pearls of wisdom in there for everyone. Benefit from the advice of someone who’s been there in the trenches – it’s possibly the best investment in your fledging business you can make.”Justin Worrall

I would like to say a big thank you to the attendees of v1.0 the course. I shall be following their progress with interest.

I hope to run the course again in 2014. If you are interested in attending, please fill in the form on the training page.

Too many software products fail because no-one bothered to do basic market research. This is a guest post from Edmundo López B. with some useful advice on finding a viable market niche before you start creating your product.

The process of building software for a niche market is more or less well documented online. The basic workflow I found is (for example here or here):

choose some niche (with potential)

find out the problems that you can solve in that niche

create a product to solve the problem

sell it

enjoy life :-)

Here are three things you can look for when asking people about their problems.

Ask for the painful tasks that they do, not for the problem you can help with

The people I first talked to were persons that I already knew, so my pitch for them was: “Hello. As you know I’m a software engineer. I’m looking for problems to solve. I want to build software and sell it. And, if I solve a real problem, I’m sure people will pay for it. I was wondering if there is some problem in your business where you need some help. I could create some software, solve your problem and then sell it. I can help you with your problem and you will help me to find my problem.”

The first response was always positive however, everybody I talked to started to look at a problem they thought could be solved by a computer. The problem with that is that people’s vision of computers is very limited. First, some people limit the software I can build to desktop applications or some platform they know well. Second, they try to find problems to give you, and not the problems they really have. For example: one of my interviewees said to me that she needed some kind of tracking system for the expenses of her very small business (a small farm producing eggs). I told her: “Wow, that sounds like a problem I could solve, how are you solving that problem right now?.” She told me: “I’m not, I’m busy bootstrapping the whole business right now. But later I’d certainly like to have something for that.” Of course, if she is not solving that right now, then that is not a real problem. She sort of made that problem up to give an answer to my question.

People have real problems but sometimes they don’t even know they could tackle that problem with a computer. So, the lesson here is that you have to get them to tell you their real problems. Even the ones they don’t think that could be solved by a computer. You are the computer expert, not the people you interview, so you need to find out the real problem out there. Also it doesn’t have to be a problem from the future, it has to be an actual problem now. The question that I found works best is the following: Tell me about your day and what activities are the most tedious and boring to do, but do not add much value to your business. (I’m not the first to come up with this question, but I don’t remember the source, sorry.)

Look for their existing solution and ask what is wrong with it (the Excel spreadsheet)

From the people I interviewed, 2 of them had an Excel spreadsheet that solved their problem in a way that was not the best, but did the job. The third one had plans to solve her problem with an Excel spreadsheet in the future. Joel Spolsky talks about how Excel and other horizontal software are nothing more than glorified data structures. It is true, you can do almost anything involving simple mathematics and tables of data within Excel. Keeping track of costs, sales, etc. are a perfect match for it.

The common engineer will say: “If there is already a solution for that, why roll my own?” The entrepreneur will just ask what isn’t possible with the existing solution and think of ways of improving that. The existence of the Excel spreadsheet is a clear sign that there is a computing problem that can be solved in a better way. I can give you an example. Two of the persons I interviewed showed me their Excel spreadsheets (an architect and an event manager). A common problem was being able to slightly change some prices in a budget and immediately be able to show the old and the new price to the client. This kind of information is gold to the person creating an application. This is something they use, and if you can save them time using it, you can add value to their businesses.

If there is no Excel spreadsheet, I just try to find software on the net that does what they need. If there is something really good on the market, I don’t want to compete with them. If you are wondering why didn’t I let them do the search, the answer is simple: they do the search using the traditional channels, colleagues and networks of peers; I focus on the Google search. I’m a developer, I can Google for software in a much better way than they do. It took me an hour to do a research on software for architects. Then you can explain to them the pros and cons of the solutions, help them to sign up for a free trial and tell them if their set-up is supported. The golden rule is to be really helpful. It is true that you might end up finding a customer for someone else. But if there is not a good solution, you are finding a niche for yourself.

Do some simple mathematics to see if the problem is worth solving

My last tip is about the financial aspect. Let us say that you finally found a problem that you can solve. It is painful and there is no solution in the market that can solve it in the way people in that niche want. The question to ask now is: “What are people willing to pay for something like this?” I cannot give you an exact answer but I can tell you that it depends on the value you add to your client’s business.

What you want to know is:

How much time does it take monthly to do the task you are solving?

How much money could be earned in the same amount of time?

How much faster would it be to do the same task with your solution?

The basic idea is to convert saved time to saved dollars. Of course, if your solution saves dollars monthly, it becomes an investment for the business. My limited experience showed me that saving people money and pain gets them really excited.

I can give you an example from my interview with the architect. Once again, the problem was something he was solving with an Excel spreadsheet. I asked him how much time did it take and he told me at least three days. Three days of architect’s time means a lot of money. So, if you can help him solve the problem in one day, you are not only saving his money but avoiding pain (because the problem was painful to solve, but it needed to be done).

Conclusion

Now it’s up to you. Try to put these in practice, and find a niche to build your first product. Please share your thoughts and remarks in the comments.

Edmundo López B. is a PhD student in computer science at the University of Geneva and an entrepreneur in the making. He loves building things, learning new stuff, and playing classical guitar. He decided to make the jump directly from school to entrepreneurship. He blogs at edmundo.lopezbobeda.net.

I was a guest on episode 21 of Bootstrapped.fm, the podcast of Andrey Butov and Ian Landsman. The discussion was very wide-ranging, touching on SAAS vs web, the Qt development environment, the royal wedding, A/B testing, capoeira, Adwords, the history of shareware, my new training course and lots more besides. I really enjoyed it. Boostrapped.fm also has a thriving discussion forum at discuss.bootstrapped.fm.

Feel free to recommend your own favourites in the comments below. Please include your relationship to the tool/service (e.g. customer, user, employee or owner). You can also comment below about your experiences (positive or negative) with any of the tools and services listed. Anonymous comments will be treated with suspicion and may be deleted

Things have been a little quiet on this blog as I have been busy on some new projects as well as continuing to work on PerfectTablePlan. I am announcing one of those new projects today.

Start your own software business

A two day intensive training course on how to create a profitable business selling your own software product

22/23 November 2013

Swindon, England

There is a lot more to running a software business than knowing how to program. The last 8 years of running my own software business have been a huge learning experience for me. In this course I am going share as much as I can to help others succeed with their businesses. This is the course I wish had been available when I started out. I am looking forward to getting out from behind my computer and meeting aspiring software entrepreneurs.

There is a £50 discount if you book before the end of September and the course is limited to just 10 attendees. If you have ever dreamed of escaping your cubicle and becoming your own boss, what are you waiting for?

A builder recently dumped a couple of wheelbarrows full of rubble on the common land behind my house. He’s an asshole. But at least he is limited in how much of an asshole he can be by physical constraints, such as the amount of waste he can generate and dump in a day. With the right software, there is almost no limit to how big an asshole he could be.

Spammers send out millions of emails in the hope of getting a few hundred dollars in sales of Viagra, Ugg boots or whatever other dubious merchandise they might be pushing. According to one study the sending of 348 million pharmacy spam emails resulted in 83 million emails delivered and a grand total of 28 sales. That is a 0.0000081% conversion rate. Assuming that the 83 million emails delivered took an average of a second each for a human to scan and delete, that’s around 23 thousand hours wasted. For 28 sales, netting perhaps a few hundred dollars in profit. You have to be a massive asshole to waste so much of other people’s time just to make a few hundred dollars.

Spamming is just one of the more obvious and egregious examples of being an asshole at scale. But there are lots more. Article spinning for example. This is where assholes use software to generate lots of small variations on a (usually poor written or plagiarised) article in a desperate attempt to increase their SEO ‘footprint’. It might seem like a clever way to game the system and get one over on the all-powerful Google. But, if it works, the search results will fill up with poorly written garbage and the signal gets squeezed out by ever increasing noise. A tragedy of the commons in which we all lose in the long run.

Comment spam on forums and blogs is another area where assholes can use software to scale their activities. To date this blog has had a total of 77,811 spam comments, most of them undoubtedly generated automatically. Thankfully, the vast majority were caught by WordPress’s Akismet software. But I still waste a few minutes every week sifting through the spam for false positives. If you multiply that by millions of blog and forum owners, week after week, it adds up to a massive amount of wasted time. Again for marginal gains.

As software becomes increasingly pervasive and bandwidth becomes ever cheaper, new areas are becoming available for assholes to exploit. For example using software to algorithmically generate vast numbers of T-shirt slogans for Amazon without properly checking the results. Not only does this fill up Amazon search results with garbage (many of the slogans make no sense) but some of the slogans were deeply offensive.

The best defense against the assholes is more software, for example: spam filtering software and improved search algorithms. I guess that is good news for those of us that make a living writing software. But I worry that the assholes will win the arms race in the long run and the Internet, one of the greatest inventions in human history, will be reduced to the information equivalent of grey goo.

What can we do about it as software developers? Firstly don’t be an asshole. Consider the overall impact of your actions. Sure you could blast out thousands of poorly targeted emails to promote your product. But, just because you can, doesn’t mean you should.

Secondly, consider whether there is a product you could write that could help combat the assholes. People and businesses (especially businesses) will pay good money for products that save them time.

Finally, don’t create software for assholes. Generally speaking, a tool is not inherently good or evil. You can use a knife to stab someone, or cut a sandwich. But if you are writing software specifically aimed at spamming, spinning or other asshole scaling activities, then you are the biggest asshole of all. With power comes responsibility.’If I didn’t do it someone else would’ is no defense. Of course, if you are a true asshole, you don’t (by definition) care what other people think. But, in the unlikely event that you are an asshole that has read this far, consider this – surely even you don’t want a customer base comprised entirely of assholes?